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  • B2B LEAD BLOG  |  MONDAY, AUGUST 17, 2015
    [Sales] Real-life Example of the Use of Big Data in Sales
    Want to know learn how top sales professionals are using data to strengthen their businesses? Mark Hunter, CEO of The Sales Hunter, helps companies (and their salespeople) close more sales without discounting prices. Marketing and Sales Alignment Marketing and Sales Funnel Big Data Marketing marketing and sales funnel
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 14, 2013
    [Sales] Sales Management: Taking Smart Risks
    Sales  Management: Taking Smart Risks. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. His latest book is “Recruiting High Performance Sales Teams”.      Ken@AcumenMgmt.com    www.AcumenManagement.com. How Sharp Leaders WIN When Stakes are High.
  • VIDYARD  |  THURSDAY, NOVEMBER 12, 2015
    [Sales] Video and Sales Go Together Like Cake and My Mouth
    Whether you’re new or consider yourself an expert in the video marketing scene, have you given thought to how video can help your sales teams? Video is perfect for top-of-funnel and mid-funnel content, but sales people can (and should!) be using it to get more customers, faster. Blog Sales EnablementMmmmm…cake…). Ready?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 5, 2014
    [Sales] Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters
    AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. For Workers.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Sales] Why Sales needs Content Marketing and Marketing Automation
    B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Sales Scenario 1: Without content marketing and marketing automation. Sally sends an email.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 8, 2012
    [Sales] How to Hit Your Sales Target Every Time (The Ready, Aim, Fire Method)
    At that point, I started thinking about how similar archery is to sales. There are three fundamental keys to hitting your sales target every time. When IDC did a study of B2B buyers , only 16% said sales people were highly prepared for an initial meeting. true sales pro never assumes anything, especially in a competitive market.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 4, 2012
    [Sales] Sales Leadership: Salesperson Business Plans
    Sales Leadership: Planning for the Second Half of the Year. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. Training needs: sales, industry, product/service, operations. Personal income goals. link].
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 30, 2014
    [Sales] What Are You Doing to Prevent No-Shows for January B2B Sales Calls?
    Here are a few things that have worked here at AG Salesworks to minimize the likelihood that prospects will attempt to reschedule or cancel those important 2015 B2B sales calls: 1) Send a 24-hour reminder email. think we all can get in the bad habit of thinking that our sales calls are at the top of our prospects'' minds first quarter.
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 18, 2016
    [Sales] How To Find And Create Sales Opportunities
    One of the early questions I ask prospective B2B clients is: “When you go-to-market through your marketing and sales functions, what percent of your target prospects are find vs create opportunities?” The post How To Find And Create Sales Opportunities appeared first on Marketing Insider Group. Content Marketing
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] B2B Sales Prospecting: Remember to Finish Listening!
    AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. The Sales Dance: Four Steps to a Better Presentation Stephen R. Covey.
  • CMO ESSENTIALS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] 21+ B2B Marketing & Sales Pros Empowered by Emotion
    As this is the time when marketers often make predictions for the coming year, I think it’s a safe bet to say that in 2015 and beyond, emotion, empathy, and building meaningful connections will be significant competitive advantages for B2B marketing and sales professionals. Why 21+ though? You can follow Jill on Twitter via: @Jill_Rowley.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, NOVEMBER 4, 2013
    [Sales] Industrial Marketing Can’t Succeed Without Sales
    I can assure you this is not another post about sales and marketing alignment. Content Marketing Inbound Marketing Industrial Marketing Strategies industrial lead generation Industrial Marketing Marketing Qualified Ledsa (MQLs) Sales Qualified Leads (SQLs This is only a content summary.
  • VIEWPOINT  |  WEDNESDAY, APRIL 1, 2015
    [Sales] 2015 Horoscope for Sales Executives: from Danmac the Magnificent
    You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. Based on CSO Insights you can still beat most of the other sales reps out there with just a little effort.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 7, 2014
    [Sales] Creativity for Sales Leaders
    Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. For first time sales managers is now available: [link]. Another example is J.R.R.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 15, 2011
    [Sales] The Invisible Sales Rep
    To read the original post, please visit:  The Invisible Sales Rep. Why would any sales rep make the decision to be invisible to customers and prospects? They wanted my opinion as to which areas of their sales strategy and tactics need to have a new focus. Average #  of LinkedIn connections per Sales Manager/leader:  307.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 22, 2012
    [Sales] Sales Leadership: Nine Minutes on Monday
    My speaking and sales leadership consulting practice causes me to work with many  individuals that are experiencing situations of stress that include either learning to manage a sales team for the first time or their organizations are not performing at optimal levels.  Ken’s latest book is : Leading High Performance Sales Teams!
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 8, 2011
    [Sales] 20 Awesome Sales Posts You Should Read
    Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. Here are 20 posts you should read from some of the best-known experts in sales. How to Write a Sales Territory Plan – Ron Snyder; Selling Power Blog. Prospecting Sales 2.0
  • BIZNOLOGY  |  TUESDAY, OCTOBER 20, 2015
    [Sales] I put my Sales money where my CRM mouth is
    As all of you well know, it’s not easy doing sales, keeping customers happy, getting to know prospects and build the sort of trust required to end up doing business together, while also fulfilling contracts, being responsive to retainers, managing local and overseas teams, and also keeping up with my fair share of hourly consulting work.
  • VIEWPOINT  |  THURSDAY, AUGUST 29, 2013
    [Sales] Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
    Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via Score More Sales. Via Radius.
  • CAPTORA  |  THURSDAY, DECEMBER 17, 2015
    [Sales] Why Marketing Has Many Jobs (And Sales Only Has One)
    sales executive might be asked to attend a funding pitch. While responsibilities silo and departments like Sales focus in on what they are hired to do- and work on just that- marketing tends to get pulled in even more directions just when financial targets for leads and pipeline get more demanding. priority. The list goes on.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 8, 2013
    [Sales] Good Sales Teams Close Deals, Great Sales Teams Earn Trust
    There are many important best practices in sales , but the formula for winning is simple: you earn trust. Here are the 3 pillars of trust that I challenge every AE on the Marketo sales team to live and breathe when speaking with prospective customers:   1) Get the person on the other end to LIKE you. Sales won’t cut it.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Sales] Digital Marketing Can Increase Industrial Sales
    Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
  • ACT-ON  |  TUESDAY, JUNE 7, 2016
    [Sales] How to Use Interactive Quizzes to Make Your Sales Team Smarter
    But to turn interactive content into a powerful weapon for your sales team, you need to get sales more involved. On the sales front, you know some of the basic information about the prospect, including a few demographics, from the form they submitted. Sales Has Great Content Ideas Too. But that’s all fun and games stuff.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] Top 3 Disconnects Between Sales and Marketing – Infographic [#Smarketing]
    We recently surveyed 1,000 sales and marketing professionals, asking questions around their alignment with the other team. Our research found that there are three primary reasons for misalignment between sales and marketing teams, and we’ve created this […].
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 28, 2013
    [Sales] Sales Prospecting For Minutemen
    Sales Prospecting Perspectives is pleased to bring you a post from Business Development Representative Kyle Smith. One of the first rules of prospecting (and sales in general) is to know the company/vertical you are calling into and what specific pains you can solve for your targeted contacts. This is the equivalent of product dumping.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 8, 2014
    [Sales] 12 Tips for Building and Managing a Bigger Sales Pipeline
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Most leads aren’t sales-ready: Whether you’re sending out campaigns or fielding inbound calls, as little as 15 percent of your leads are going to be both qualified and sales-ready. for you. You simply execute.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 29, 2014
    [Sales] Sales Prospecting Perspectives' Top 10 Blog Posts in 2014
    Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. How to Write an Effective Sales Prospecting Email. Samantha Goldman’s post in January was the most popular post on Sales Prospecting Perspectives in 2014. Happy December 31, everyone! What are yours?
  • CONVERSIONATION  |  THURSDAY, JULY 21, 2011
    [Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
    In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 19, 2016
    [Sales] How Manufacturing Content Marketing Sets the Table for Sales
    They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. I recently received two emails from two different manufacturers. This is only a content summary.
  • RADIUS  |  WEDNESDAY, FEBRUARY 24, 2016
    [Sales] How Radius Injects Marketing & Sales Alignment into our Annual Sales Kickoff
    To start the fiscal year right, we hosted our annual Sales Kickoff (SKO). The Sales, Marketing, Product, and Customer Success teams came together to discuss new initiatives, participate in motivational exercises, and collaborate across departments. Yin and Yang, Sales and Marketing. The Importance of Sales Enablement.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 31, 2013
    [Sales] How Invested are Your Inside Sales Reps?
    Over the summer, the AG team created a list of 50 traits an inside sales rep should have. Number 43 was that an inside sales rep should be invested. The main traits and skills that I feel an inside sales rep should have to be invested are: Devotion, Persistence, Active Listening. If they are not interested, GREAT! Find out why.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Sales Lead Management Leads to the Most Efficient Media Buy
    Sales Leads Sales & Marketing Management Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed.
  • VIDYARD  |  TUESDAY, DECEMBER 15, 2015
    [Sales] Your Sales Team Has A Video Problem
    People buy from people: a core sales principal that is getting more difficult each year. Best-in-class sales teams understand the importance of connecting emotionally with customers. However, today’s customers are leveraging the vast information of the internet to research, compare and review solutions without any sales assistance.
  • B2B MARKETING INSIDER  |  THURSDAY, SEPTEMBER 1, 2011
    [Sales] The 8 Most Common Sales Mistakes
    I often talk here about the need for better alignment between marketing and sales. It is because of this that I like to reach out to some of my friends in B2B Sales AND Marketing to provide their perspective. Additionally, my colleague in Inside Sales,  Robert Krekstein  contributed this post recently on Lead Nurturing.
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [Sales] Content Marketing and Sales Enablement Must Get Married
    The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    Marketing becoming the home for content strategy and sales enablement finding its’ home in sales.  Image via Wikipedia.   What’s going on? 
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 13, 2016
    [Sales] How Big Data Is Revolutionizing Marketing And Sales
    Ten Ways Big Data Is Revolutionizing Marketing And Sales. Of the hundreds of areas big data and analytics will revolutionize marketing and sales, the following is an overview of those that are delivering results today. How prices are defined, managed, propagated through selling networks and optimized is an area seeing rapid gains.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 9, 2014
    [Sales] What Kind of Sales Superhero Are You? [Quiz]
    In a world… where sales stars are born… Four have risen above the rest and become… Superheroes! Are you Inside Sales Iron Man , confident and persistent, well-armored against objections and always researching new techniques? Sales Prospecting B2B Inside Sales B2B Sales Success
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Sales] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. How can we get the most sales handoffs with the least effort? Test #1.
  • ANNUITAS  |  TUESDAY, AUGUST 5, 2014
    [Sales] Buyers Don’t Care About Your Sales Funnel
    I read an article recently that discussed how content can “help push your prospects through the sales funnel.”  However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. Pretty anemic! 
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 25, 2012
    [Sales] How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned
    Tweet If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! They hammered out: A glossary to ensure everyone spoke the same sales and marketing language. The sales team had accepted none of them. Looked great on paper. Levy says.
  • ANNUITAS  |  MONDAY, JUNE 1, 2015
    [Sales] Right vs. Wrong – B2B Sales People and Additional Thoughts About the SiriusDecisions B2B Buyer Research
    The B2B marketing and sales world was abuzz a few weeks ago when SiriusDecisions reported that the decline in importance of the B2B sales person, which has been reported by many, has been greatly exaggerated. Sirius went on to show additional research that shows the importance of the sales rep at all stages of the buying cycle.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] Hire High Performance Sales Teams # 2
    Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 30, 2011
    [Sales] Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
    Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Here’s how you can go about it: 1.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, APRIL 5, 2013
    [Sales] How To Effectively Increase Your Sales Pipeline
    When I was a rookie sales guy I was not much for business plans. We specialize in identifying and delivering high value sales opportunities to technology firms. I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. Failure is not an option.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 16, 2012
    [Sales] 6 Ways Marketing Can Help Generate Early Leads for Sales
    What does sales want more,” he asked, “qualified leads or early leads?”. Research indicates that sales cycles are 22% longer over the past 5 years but 49% of companies are saying that their buying cycles are shorter. Clearly, buyers are far more educated and sales is excluded from much of the conversation. My answer: Both.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MARCH 28, 2012
    [Sales] 7 Ways Sales Intelligence Gives You Super Powers
    Tom Meriam is the VP of Sales at Spear Marketing Group, a B2B Marketing Agency , and writer for his personal website: ROI Marketing Insights. Tom has spent over the last 15 years in the sales and executive levels. Now, before you start exposing your sales team to gamma rays and radioactive spiders, there’s another solution. 
  • FEARLESS COMPETITOR  |  SUNDAY, APRIL 22, 2012
    [Sales] Want to Improve Profits Quickly? Reduce Sales Discounts
    Reducing Sales Discounts delivers a major lift to the company’s profile and market valuation. Take a close look at Sales Discounts. If you are a CEO, CFO, investor or VP of Sales, this is important to you. Want to work on the sales team negotiation skills to address the discount issue? What do you think?
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 23, 2014
    [Sales] How Trade Shows Can Impact Inside Sales Reps’ Sales Skills
    Sales Prospecting Perspectives is pleased to bring you a post from Evan O''Toole , a Business Development Representative and social media team member at AG Salesworks. The power of face-to-face interaction in sales should never be undermined. Inside sales reps can see firsthand who and what their potential buyers look like.
  • B2B MARKETING INSIDER  |  TUESDAY, MAY 24, 2016
    [Sales] How To Design Your B2B Sales Conversations
    To paraphrase David Packard, sales conversations are too important to leave to sales people. B2B sales conversations for key touch points should be designed. How have you designed the sales conversations for your key touch points? […]. This optimizes conversation effectiveness and simplifies selling.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 31, 2013
    [Sales] Integrating Social Media Listening Into The Sales Process
    Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Every sales professional understands that listening to your customer and building genuine relationships is the key to business development. Steps to Social Listening in the Sales Process.
  • VISIONEDGE  |  TUESDAY, MAY 20, 2014
    [Sales] Craft a Killer Sales Playbook
    The Sales Playbook, Defined. sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The outcome?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 29, 2012
    [Sales] 3 Strategies Pro Golfers Could Teach Sales and Marketing
    Turns out this 20/80 rule holds true for sales and marketing. Some organizations might see early success purely on the talent of their sales force or product. Below I highlight 3 sales and marketing strategies gleaned from competitive sport of golf. 1. Get Your Team in Order. They align their team. Keep Score. Want more?
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 5, 2012
    [Sales] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
    Twice as many sales-ready leads as any other lead generation channel. The team identified “Social Sellers,” the IntraLinks sales specialists who would be responsible for connecting with potential customers through LinkedIn, and who would promote the company’s value proposition via their personal brands. Setting direction. Company name.
  • CRIMSON MARKETING  |  MONDAY, NOVEMBER 3, 2014
    [Sales] My 2015 Sales & Marketing Predictions
    I recently discussed my sales and marketing predictions for 2015 with Backbone Media. The post My 2015 Sales & Marketing Predictions appeared first on. And after you watch my video, click here for more B2B marketing predictions from other industry thought leaders. Corporate Marketing Marketing Technology
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 14, 2012
    [Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
    Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. It is a long journey.”. Do you use inbound marketing?
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Sales] How to Beat Larger Competitors at B2B Marketing and Sales
    One way we have been successful in helping smaller companies overcome industry behemoths is by carefully designing and executing an end-to-end marketing and sales process that achieves a high close rate and low cost per new customer. Competitors B2B Marketing Marketing and Sales This is equally true in smaller market segments.
  • B2B MARKETING INSIDER  |  SUNDAY, AUGUST 30, 2015
    [Sales] Can Content Marketing Accelerate Sales Pipeline?
    Can posting the right content for the right customer on the right channel at the right time really speed up a sale? When it’s put that way, that type of sales success sounds more like it’s driven by publishing instead of selling, right? thought only call-blitzing sales rep could make a sale close faster. Awareness.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 10, 2015
    [Sales] 3 Soft Selling Skills I See In My Best Sales Development Reps
    I was having an interesting discussion with my Director of Marketing the other day about her perspective on hard vs. soft sales skills. From what she has seen working with experienced sales guys and gals over the years is that they rely far too much on their hard skills to get them by. Sales Prospecting B2B Sales Success
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 4, 2014
    [Sales] 7 Copywriting Formulas to Support Online Sales
    For sales copy to grab a reader and compel them to buy, it must first get their attention, then gain their interest, and finally appeal to their emotions, all while simultaneously offering facts and stats. Getting it right is a delicate balance, but if you can nail it and create seductive sales copy your conversions will soar. So what?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] Why New Sales Hires Frequently Fail
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC. One of the most frustrating experiences for sales managers is hiring “hunter” salespeople who produce lackluster results in spite of their stellar interview performance. but they are also teachable.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JUNE 2, 2013
    [Sales] Do Sales and Marketing BFFs Have to Share Data? [CHART]
    by Andrew Stanbridge | Tweet this One of the keys to driving revenue is alignment between sales and marketing. We refer to this as sales and marketing being Best Friends Forever (BFF). The same is true for sales and marketing, and the technologies used by each. Do Sales and Marketing BFFs Have to Share Data?
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 22, 2011
    [Sales] Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
    B2B Demand Generation | Why it belongs in Marketing – Not Sales. posted part of it below, but you have to visit Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function to read the full article. But what about sales prospecting? So why do sales people do it? Great show! David.
  • SALES INTELLIGENCE VIEW  |  SUNDAY, NOVEMBER 17, 2013
    [Sales] Top 25 Sales Influencers List: Honoring Luminaries at Dreamforce 2013
    The Annual Top 25 Sales Influencers list is here! For the last two years, InsideView has set a precedent assembling an authoritative list that recognizes the contributions and achievements of the brightest minds in the sales industry. The Three Peats:  We’ve been watching these Sales leaders for a while.  Sales 2.0 Trish.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 22, 2014
    [Sales] If Sales Technology is the Future, How Do We Keep B2B Sales Interactions Human?
    Sales Prospecting Perspectives is pleased to bring you a guest post from Lauren Weatherall , Senior Marketing Manager at TinderBox. Especially when it comes to sales technology. The fact that sales professionals only spend 41% of their time actually selling. This is where sales automation technology comes into play.
  • VIEWPOINT  |  TUESDAY, JUNE 7, 2016
    [Sales] Does Your Sales Team Know How to Follow-Up on a Lead?
    Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win. Gain sales acceptance.
  • AVITAGE  |  WEDNESDAY, JUNE 11, 2014
    [Sales] For Sales Blogging and Social Selling – Think Like a Publisher
    Huffington Post, see Mike Kunkle’s excellent webinar) To fuel this content dependent activity, many are urging sales people to blog, and to become thought leaders. Lori Richardson, John Jantsch,  ITSMA) This is a logical extension from a belief that sales people must think more like marketers.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, SEPTEMBER 23, 2012
    [Sales] Sales Leadership: The Impact of Creating a Sales Process
     Sales Leadership: The Impact of a Creating a Sales Process  . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  Let me know your thoughts on creating a sales process.
  • THE EFFECTIVE MARKETER  |  TUESDAY, JUNE 26, 2012
    [Sales] How to Get Sales and Marketing on the Same Page
    Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills. This is a guest post by Brad Shorr. Work On It.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MAY 1, 2014
    [Sales] What’s This About Sales First? How Sales & Marketing Can Align To Better the Customer Experience
    And without specific headcount to maintain a consistent customer experience, sales and marketing departments are expected to bridge the gap. Big surprise — if sales and marketing groups are not taking steps toward alignment, customer experience suffers. […].
  • TYPE A COMMUNICATIONS  |  TUESDAY, AUGUST 11, 2015
    [Sales] How to Get Sales to Use Your Marketing Content
    So why won’t the sales team use it? Marketing Marketing Sales Alignment SalesAugust 11, 2015 by Matt Sharrers Your marketing team spends time and money to produce quality content. The hard truth is often. read more.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 6, 2013
    [Sales] Sales and Marketing Co-Creation – The Power of a Cold Beer
    At the recent Sales and Marketing 2.0 Conference in San Francisco, Gerhard Gschwandtner, CEO of Selling Power told the attendees “ How can you build bridges between sales and marketing? Why these insights are so critical in your sales efforts so that you can “ fish where the fish are.” Buy them a cold beer!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 9, 2015
    [Sales] How AG's Sales Development Managers Motivate Reps in February [Part 1]
    February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers. Jimmy Grieve - Incentives and Praise.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 19, 2013
    [Sales] How to Power Your Sales Funnel With Video Content
    Video can power your sales cycle at every step of the buying process, but not all content is relevant to everyone. Rarely will you be dealing with one decision maker, especially in B2B sales, so you’ll need to articulate your product’s features as they appeal to both decision makers and on-the-ground users. Top Of Funnel Video Content.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 16, 2014
    [Sales] 4 Steps to Content Curation for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. In addition to being a Principal at Sales for Life , Dave is also an Advisory Board Member for Special Olympics Toronto
  • B2B MARKETING INSIDER  |  WEDNESDAY, FEBRUARY 24, 2016
    [Sales] Heads Up Sales… Change Is Coming
    One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to […]. Content Marketin
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 6, 2013
    [Sales] When Sales Reps Attack
    Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.
  • GREAT B2B MARKETING  |  TUESDAY, DECEMBER 10, 2013
    [Sales] B2B Sales and Marketing Trends for 2014
    This gives the FMP team and me the ability to track the most significant issues facing marketing and sales professionals. For the past couple of years, we have been publishing the top B2B sales and marketing trends that we believe will have the most impact on a company’s ability to gain and maintain competitive advantage.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 23, 2013
    [Sales] Industrial Marketing, Lead Generation and Sales: It’s Complicated
    Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking Remember this rom-com from 2009? Despite the critics giving it mixed reviews, it went on to gross $219.1 million worldwide. A hit movie for sure. Sometimes I feel the same way [.].
  • SALES INTELLIGENCE VIEW  |  TUESDAY, SEPTEMBER 6, 2011
    [Sales] Bridging the Massive Social Media Gap Between Sales and Marketing
    expected Marketing to be the top of the list but was surprised to see Sales so far behind with only 11% of the companies having a formal approach for engagement through social media. If marketing is the focal point of social media engagement, sales NEEDS to be brought into the loop. Enterprise social selling is growing up.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 9, 2014
    [Sales] NON STOP SALES BOOM
    NONSTOP SALES BOOM. Time for a new book review-that must be added to your sales library! My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. That chapter alone will begin to reset your view of the sales process.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 18, 2014
    [Sales] Sales and Marketing Plans Need to be Aligned
    As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. The goal is to achieve effective alignment between what the marketing and sales teams are doing: driving to a common goal and reaching agreed-upon revenue targets. These are just two sales model examples.
  • WEBBIQUITY  |  SUNDAY, JULY 19, 2015
    [Sales] The Business Revolution in Sales Acceleration
    In 2014, the average budget allocated to outreach ranged from nine and 12 percent of sales revenues and up to 50 percent for a new product launch. Sales acceleration incorporates strategies that automate processes to reduce the required spend. Sales Acceleration Defined. Creating an Efficient Sales Funnel.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 15, 2015
    [Sales] [Infographic] 7 Steps for SaaS Sales Success
    Author: Ben Daters The best sales reps are the ones that clearly know the stages and complexity of their sales cycle and the dynamic elements that can be different based on the size of the opportunity. challenge each salesperson to define the stages in their sales cycle and identify their strengths and weaknesses. Enjoy!
  • FEARLESS COMPETITOR  |  MONDAY, JULY 11, 2011
    [Sales] Good news/bad news in BtoB sales
    Jim’s point – Doing what we did in the past will not improve sales performance. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. According to CSO Insights. the following statistics were just released.
  • HUBSPOT  |  SATURDAY, FEBRUARY 28, 2015
    [Sales] 15 Expert Tips on Accelerating Your Sales
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Sales] Sales are Struggling! Who Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
  • SALESFUSION  |  TUESDAY, APRIL 1, 2014
    [Sales] Social Media for the Sales Department
    The post Social Media for the Sales Department appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"].
  • BIZIBLE  |  FRIDAY, JANUARY 8, 2016
    [Sales] 4 Sales Enablement Tactics B2B Marketers Need to Master
    Sales enablement is not a new term, but it’s often used as an umbrella for a wealth of actions related to the sales team. Although any amount of enablement is helpful, having a set process for how marketing can enable sales is where the key to success lies. Naturally, sales enablement begins with sales and marketing alignment.
  • VIEWPOINT  |  THURSDAY, APRIL 17, 2014
    [Sales] 5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
    In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”. It''s time to change how we talk about sales leads.
  • VIEWPOINT  |  TUESDAY, DECEMBER 10, 2013
    [Sales] PowerViews with Chad Burmeister: Sales is More Scientific Nowadays
    Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.
  • SALESPREDICT  |  FRIDAY, DECEMBER 11, 2015
    [Sales] Using Predictive Marketing to Enhance B2B Sales
    Predictive marketing uses data-driven tools to deliver the insights B2B companies need to target effectively and improve sales conversions in today’s data-rich environment. This allows marketers to focus both their reach and their spend to drive successful sales. Predictive marketing can more than double sales conversions.
  • VIEWPOINT  |  TUESDAY, OCTOBER 7, 2014
    [Sales] Becoming a Sales Freak and Changing the World
    Inside Sales I just finished reading "Think Like a Freak" by the authors of Freakonomics. Rather than talking about the chapter that is so obviously tied to selling – How to persuade people that don’t want to be persuaded – let’s talk about the connection to thinking like a freak.
  • STORIES THAT SELL  |  TUESDAY, SEPTEMBER 11, 2012
    [Sales] Supercharge Your Sales Conversations with Story
    We hear a lot these days about the importance of storytelling in business – especially for sales people. But if you’re a sales person, you may still be wondering how exactly you’ll weave stories into your next face-to-face sales call. Advance or close a sale. A guest post by Andrew Nemiccolo.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, NOVEMBER 18, 2011
    [Sales] How Science is Changing Sales As We Know It
    Too many sales managers are trying to build their business by using methods that have been outdated for a decade. Understanding the science of sales and how sales intelligence can have an impact on decision makers is a major competitive advantage. How scientific is your sales process? Prospecting Sales 2.0
  • IT'S ALL ABOUT REVENUE  |  SATURDAY, DECEMBER 7, 2013
    [Sales] Do You Have Zombies in Your Sales Pipeline?
    They are, for all intensive and purposes, lost deals but the sales rep has usually forgotten to close them out or has kept them open in a vain attempt to resurrect the deal. So, how do we combat these “walking dead” in the sales and marketing pipeline? Do You Have Zombies in Your Sales Pipeline? Follow Mike on Twitter @RTMike.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] Why Content is the New Sales Call
    When Google came out with their Zero Moment of Truth reports, there was a lot of highly compelling data points that made CEOs, CMOs and sales heads have to stop and reconsider almost everything they are doing; at least as it pertains to marketing. Content Is The New Sales Call. • 10.4 The ZMOT isn’t a new discussion point.
  • ETRIGUE  |  TUESDAY, NOVEMBER 3, 2015
    [Sales] Sales & Marketing – Can’t live with them, can’t live without them
    A Case for Sales & Marketing Technology Integration. Erasmus might just as well have been referring to sales and marketing when he compiled that famous proverb in Adagia. The phrase can be used to describe the relationship between sales and marketing as well. Can’t live with them, can’t live without them”.
  • VIEWPOINT  |  TUESDAY, JANUARY 14, 2014
    [Sales] How to Diagnose if Inbounditis is Killing Your Sales Pipeline
    In fact, it makes the whole sales pipeline sick. The 3 major symptoms of inbounditis are: 1) deal sizes slowly decreasing as inbound leads increase, 2) high-performing reps avoiding inbound lead follow-up, and 3) the percent of sales accepted leads decrease while lead quotas increase. How can you cure inbounditis? By Dan McDade
  • DISCOVERORG  |  THURSDAY, MAY 12, 2016
    [Sales] 5 Books & Blogs That Will Make You Better at Inside Sales
    So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. Check it out! 5) Sales Hacker.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MARCH 16, 2012
    [Sales] 5 Fundamental Sales Lessons from March Madness History
    But it turns out there are some big lessons for sales from some of the greatest moments in March Madness history. For sales teams to win deals, they need the same confidence. Aberdeen Research’s Peter Ostrow revealed in a webinar that “Best in Class” companies deploying sales intelligence tools saw a 28.4% Confidence. Curiosity.
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